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Performance Metrics

What An MBA Didn’t Teach You About Sales

The sales profession is challenging. You need to work hard at it to succeed. You need to learn from the best. You need to improve your skills continuously. If you think you can sell since you are a hit at parties and have a lot of friends, you may soon find that you are a failure as a salesperson. Blunt truth:

because the sales profession is so hard, you have to focus on doing everything in sales very well, or you will be considered a failure.

I call this blog, Skinned Knees because I try to relate all of the learning that I have done over the past 4+ decades (while skinning my knees in the learning process).

I hope that you learn from my mistakes so that your business will grow!

Nine of Spades: Addressing Salesperson Underperformance: Setting Performance Benchmarks: Define standards for success to measure against.

Understanding the Nature of Sales Benchmarks Let’s start by grounding ourselves in the foundational premise: Sales benchmarks are not merely numerical goals but the defining coordinates of success. If you will, consider them as your organization’s North Star, guiding your sales team through the complexities of quotas, customer relationships, and revenue targets. Benchmarks transcend the limitations of raw numbers and extend into the realm of qualitative assessment—whether it’s the ability to understand customer needs or… Nine of Spades: Addressing Salesperson Underperformance: Setting Performance Benchmarks: Define standards for success to measure against.

Eight of Spades: Defining your corporate sales strategy: Crafting a Sales Process Flowchart: Visualize the stages in your sales process for consistency

The Quintessential Blueprint for Sales Mastery In architecture, the blueprint guides turn an imagined design into a tangible, functional building. Similarly, a Sales Process Flowchart is the foundational structure upon which sales organizations can build scalable, consistent, and successful strategies. The importance of this tool lies in its ability to crystallize the sales process into a series of actionable steps, thereby providing a roadmap to success. The goal is to achieve consistency, predictability, and scalability,… Eight of Spades: Defining your corporate sales strategy: Crafting a Sales Process Flowchart: Visualize the stages in your sales process for consistency

Ace of Spades: Understanding your client’s business: Researching Industry Trends: Stay updated on shifts in the market to provide relevant solutions.

Sailing Through the Business Sea: The Imperative of Understanding Client Industries In the intricate dance of sales management, salespeople often become profoundly attuned to their own products, services, and performance metrics. However, they sometimes lose sight of an elemental cornerstone: genuinely understanding the client’s business. This omission is akin to a sailor venturing into the sea without comprehending its currents and tides. A lack of this depth of knowledge can lead one astray, making the… Ace of Spades: Understanding your client’s business: Researching Industry Trends: Stay updated on shifts in the market to provide relevant solutions.

20 Activities That a Virtual Assistant Can Perform To Help a Sales Leader Be More Effective

A Vice President of Sales plays a critical role in the success of a business by overseeing and leading the sales team to achieve revenue targets. To be effective in their position, the VP of Sales must be able to focus on strategic decision-making and high-level planning while delegating operational tasks to a capable team. One way to facilitate this delegation is through a virtual assistant, who can perform various functions that support the VP of Sales and the sales team. Here are some ways a virtual assistant can add value to the role of VP of Sales.

95% of Companies Ranked Themselves Below Average or Worse

Market share is an excellent indicator of the overall health of an industry. It can give valuable insight into the performance of other competitors in the same field. Still, it should not limit your approach to your sales strategy. In fact, the opposite is more accurate, as the world is your oyster if your market share is minuscule. As salespeople, we must remember that even if our market penetration is small, it’s still possible to… 95% of Companies Ranked Themselves Below Average or Worse